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Published: Mar 31 , 2016
Author: Robin Copland

The great thing about negotiating is that it enables people – often from diverse backgrounds and polarised positions – to come together and strike deals to the long-term benefit of both parties. You do not have to agree to do business or sign treaties. The whole process of trading enables participants to park their differences for the greater good.

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On a recent day trip to San Francisco a storm came through and delayed all flights. I knew I wasn’t getting home when I had planned. While waiting for my flight the gate agent announced, “This flight is oversold and with the delays we are looking for passengers to give up their seats for a later flight. If you can give up your seat, we’ll make it worth your while.” Three of us immediately got up to talk to her about the offer. She told the first two, “We’ll get you on the next flight that leaves in a few hours and I’ll give you $200.” I was surprised by what they said...

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